Partner Programs Director

The Role:  Strategy is looking for a partner ecosystem leader to build and run the programs behind our partner business and to grow the technology alliances around Mosaic. You'll own the operating backbone of our multi-tier partner program: tiering and annual re-tiering, benefits and MDF, deal registration, compliance audits, and the KPIs and health scorecards leadership uses to measure partner-sourced and influenced revenue. You'll also lead our ISV strategy, recruiting data platform, cloud, AI/ML, and automation partners to build certified Mosaic integrations. Working with Product and Engineering, you'll scope joint connectors, launch a partner marketplace, and drive co-selling and co-marketing with those partners. In addition, you'll design the enablement curriculum, onboarding framework, and partner portal that help partners ramp quickly and generate pipeline. You'll be the internal expert on program rules and systems, partnering closely with regional Partner/Alliance Managers, Sales, Marketing, and Alliances to keep program mechanics in step with our go-to-market strategy.  Location: This is a fully onsite position based in our Tysons Corner, VA office and requires employees to work from the office Monday through Thursday.  Program Design & Administration   Administer the multi-tier partner program (referral, reseller, technology alliance, SI/consulting, ISV) — own the tier criteria, documentation, and systems that keep tiering consistent and auditable across regions  Own the annual review and re-tiering process: pull performance data, apply criteria objectively, and produce tier-change recommendations for the Partner/Alliance Managers to deliver to partners  Maintain tier-specific benefit, margin/discount, MDF allocation, and SLA documentation, and confirm consistent application across regions  ISV & Technology Alliance Partnerships (Mosaic Integration Ecosystem)  Own and grow Strategy's ISV partnership strategy, building an ecosystem of technology partners that natively integrate with Mosaic  Recruit and manage relationships with complementary ISVs — data platforms, cloud data warehouses, AI/ML tooling, and workflow/automation vendors — to expand Mosaic's connector and integration footprint  Partner with Product and Engineering to prioritize and scope joint integrations, co-developed connectors, and embedded/OEM use cases that extend Mosaic's value within partner ecosystems  Define ISV partnership tiers and technical requirements (API/SDK usage, certification, co-branding standards) specific to Mosaic integrations  Establish and maintain a Mosaic technology partner directory/marketplace listing to showcase certified ISV integrations to customers and prospects  Drive joint go-to-market motions with ISV partners — co-selling, co-marketing, and joint solution briefs positioning Mosaic alongside partner technology  Manage the end-to-end ISV partner lifecycle: recruitment, technical onboarding, certification, GTM launch, and ongoing relationship management  Track ISV ecosystem health metrics: number of active integrations, certification status, partner-sourced pipeline, and customer adoption of joint solutions  Program Compliance & Governance  Own the deal registration process and system (PRM/CRM) end to end: approval workflows, SLAs, expiration rules, and dispute-resolution support  Monitor partner adherence to program requirements — certification status, deal registration compliance, MDF usage/reporting, SLA commitments — and flag gaps to the responsible Partner/Alliance Manager  Train internal sales and partner-facing teams on program policies to drive adoption and reduce compliance friction  Run periodic compliance audits (deal-reg integrity, MDF spend vs. approved use, certification currency) and report findings to leadership  Reporting & KPI Ownership  Define, track, and publish the ecosystem KPI set: partner-sourced/influenced pipeline, marketplace revenue, certification completion, MDF ROI, partner health scores — sourced-vs-influenced discipline, no vanity metrics  Build and maintain a partner health scorecard flagging disengaged or non-compliant partners, routing re-engagement actions to the appropriate Partner/Alliance Manager  Produce regular reporting packages (monthly/quarterly) for leadership, Sales, and Alliances  Own budget tracking and ROI reporting for MDF and incentive programs  Enablement Operations  Build and maintain the partner enablement curriculum — role-based training tracks, certification/accreditation program, content library — working with Product/Solutions Engineering on technical content  Own and maintain the partner portal/PRM content hub (collateral, sandbox access, self-service resources) so Partner/Alliance Managers always have current material on hand  Design and maintain the partner onboarding framework (agreement-to-first-deal milestones, 30/60/90-day journey) and coordinate cross-functional touchpoints (Sales, Solutions Engineering, Legal, Marketing) — Partner/Alliance Managers deliver it; this role builds and maintains it  Own the partner enablement end to end ensuring partner is progressing in driving partner source revenue  Cross-Functional Partnership (internal-facing)  Partner closely with regional Partner/Alliance Managers to ensure they have the data, tools, and enablement content they need  Work with Sales, Product, Marketing, and Cloud/Alliances to align program mechanics (tiering, MDF, deal reg) with evolving GTM motions  Serve as the internal subject-matter expert on program rules, policies, and systems